More Proactive Sales Management: Avoid the Mistakes Even Great Sales Managers Make- and Get Extraordinary Results

by William "Skip" Miller

Building on the concrete advice and practical, powerful strategies revealed in its predecessor, More ProActive Sales Management provides harried sales managers with a proven method for managing the sales process and their people. Packed with specific, field-tested techniques, this helpful guide focuses on the five primary areas in which mistakes internal team decisions, upward decisions, sales decisions, infrastructure decisions, and decisions regarding the manager himself. Readers will learn how regain control of their time €¢ create a proactive sales culture €¢ motivate a sales team €¢ use simple yet powerful metrics €¢ weed out failures quickly €¢ coach and counsel up and down the sales organization €¢ reduce reports to one sheet of paper and 10 minutes a week €¢ forecast more confidently This book shows sales managers at every level how to manage for great results!

216 pages, Hardcover

First published February 1, 2009

About the author

WILLIAM "SKIP" MILLER is president of M3 Learning, a sales development company. He is the author of ProActive Selling and ProActive Sales Management.

Reviews

[Mtbike40]

This was a very interesting and compelling book on sales management. I got ahead of myself on this one by reading this prior to the first book "Proactive Sales Management".

This book provides a real look into common issues in sales management, but focuses on the solutions to the issues. I found that I was consistently recognizing the issue being discussed and really appreciated the action steps provided to address that issue.

I have already ordered the first book so that I can make sure I can take away all the great ideas from it.